Global ISV & Technology Ecosystem Alliances Manager

Docker has been one of the most loved brands in developer tooling, trusted by more than 20 million monthly users and over 20 billion container image pulls. From solo founders to the world's largest companies, developers rely on Docker to build, share, and run their applications across our suite of products including Docker Desktop, Docker Hub, and Docker Scout. We are a globally distributed, remote-first team building the tools that define how software gets built and delivered. As AI agents redefine software development, Docker is at the center of that shift, providing the sandboxed environments, verified images, and secure infrastructure that make autonomous workflows trustworthy by default. As a critical member of the Global Channels and Strategic Alliances organization, your primary mission is to define, operationalize, and scale the ISV co-selling motion across our ecosystem. This is not just a relationship role; it is an execution-focused role designed to build a frictionless engine that connects strategic ISV and channel partners with our direct and indirect selling teams. You will make it easy and effective for all sales reps (BDRs and AEs) to leverage the ecosystem to achieve far greater account success, scale, and reach than they could achieve alone. WHAT MAKES SOMEONE SUCCESSFUL IN THIS ROLE - Execution & Operational Mindset: You don’t just "manage" partnerships; you connect the teams, processes, and tools that turn them into revenue engines. - "Dive Deep" Mentality: You possess the curiosity and technical rigor to understand the nuances of sales processes and the tools (Salesforce, Marketo) that enable them. - Sales Empathy: You understand the daily workflow of BDRs and AEs and are obsessed with reducing friction in their selling motions. - Commercial Acumen: You are driven by measurable outcomes: pipeline growth and yield, deal qualification speed, and net revenue. RESPONSIBILITIES 1. Operationalizing the Co-Sell Motion - Define the Standard: Establish the ISV co-selling motion as a core part of the standard outreach process for all Docker BDRs and Account Executives. - Process Architecture: "Dive deep" into the sales tech stack (Salesforce, Marketo) to define and implement the data flows, lead routing, and attribution models required to scale the motion. - Efficiency Optimization: Improve the effectiveness of target account identification and deal qualification, significantly reducing the deal closure cycle time. 2. Co-Sell & Pipeline Generation - Orchestration: Drive complex co-sell motions involving ISVs, Channel Partners, and Docker sales reps. - Account Mapping: Lead systematic account mapping exercises to identify high-yield targets. - Revenue Tracking: Track and report on partner-sourced and partner-influenced pipeline, ensuring reps realize measurable "Reach & Yield" improvements. 3. Partner Development & Activation - Strategic Recruitment: Identify and onboard ISV and technology partners that align with Docker’s technical priorities. - Ecosystem Integration: Act as the bridge between partners, sales, and product to ensure integrations are commercialized and effectively sold in the field. 4. Enablement & GTM Execution - Sales "Easy Button": Create the playbooks and enablement materials that allow sales reps to efficiently leverage partner relationships. - Joint GTM: Execute high-impact GTM plans, campaigns, and field engagement activities with priority partners. QUALIFICATIONS - Experience: 5–10 years in enterprise software alliances, partnerships, or business development, with a track record of negotiating and scaling co-selling partnerships with ISVs. - Domain Expertise: Deep understanding of the DevOps, DevSecOps, or Cloud Infrastructure ecosystem (experience with Snyk, JFrog, or similar is a major plus). - Technical/Systems Skills: Working knowledge of sales management applications such as Salesforce, Marketo and others as they relate to partner management; ability to engage with technical stakeholders regarding APIs and integrations. - Results-Oriented: Proven ability to deliver net-new sales pipeline and closed-won revenue through an ecosystem motion. WHAT TO EXPECT FIRST 30 DAYS Ramp on Docker’s products and current partner landscape; build relationships with key stakeholders in Sales, Marketing, and Product. FIRST 90 DAYS Begin operationalizing the co-sell framework for priority ISVs; audit current Salesforce/Marketo workflows to identify friction points. ONE YEAR OUTLOOK Establish a global, repeatable co-sell engine where partner-influenced deals are a standard component of Docker’s revenue growth; deliver measurable improvements in sales rep efficiency and pipeline yield. Docker does not offer visa sponsorship for this role. We use Covey as part of our hiring and / or promotional process for jobs in NYC and certain features may qualify it as an AEDT. As part of the evaluation process we provide Covey with job requirements and candidate submitted applications. We began using Covey Scout for Inbound https://getcovey.com/product/covey-scout-inbound on April 13, 2024. Please see the independent bias audit report covering our use of Covey here https://getcovey.com/nyc-local-law-144. Perks - Freedom & flexibility; fit your work around your life - Designated quarterly Whaleness Days plus end of year Whaleness break - Home office setup; we want you comfortable while you work - 16 weeks of paid Parental leave - Technology stipend equivalent to $100 net/month - PTO plan that encourages you to take time to do the things you enjoy - Training stipend for conferences, courses and classes - Equity; we are a growing start-up and want all employees to have a share in the success of the company - Docker Swag - Medical benefits, retirement and holidays vary by country - Remote-first culture, with offices in Seattle and Paris Docker embraces diversity and equal opportunity. We are committed to building a team that represents a variety of backgrounds, perspectives, and skills. The more inclusive we are, the better our company will be. #LI-REMOTE